Clouded Judgement

APRIL 11, 2024

It looks at the YoY dollar change in quarterly revenue from the hyperscalers (just looking at Azure / AWS because the data goes back further) going back a few years. If you look at the historical data you’ll see there’s a very clear trendline through the end of 2020. This is the data point shown for Q4 ‘23.

Cloud 177

Cloud Software Azure AWS 177

SaaStr

FEBRUARY 20, 2021

But are AWS, Azure and Google Cloud just too big for us to learn from? And it’s gone much more aggressive in its sales motions. NPS up +13 points in 2020. AWS vs. Azure vs. Google Cloud is one of the greatest case studies of all time. It’s been #3 in its segment, so it’s had to work harder.

Cloud 209

Cloud Azure AWS Scale 209

SaaStr

MARCH 31, 2022

So for the audience, cloud giants are turbocharging startup sales, and the predominant reason for this is because they’re fundamentally changing IT budgets at the customers that we’re all selling to. And it’s one of the three large cloud vendors that we all know: Microsoft, AWS, and Google.

Scale 200

Scale Marketplace as a Service Cloud SaaS Payments 200

SaaStr

JANUARY 2, 2024

Some things to think about as you craft your offer are: Does it align with your sales motion? You don’t want conflict with the sales team. This is where they started, but startups weren’t adopting the product as much with a discount, and there was a lot of conflict with the sales team.

Startup 183

Startup Scale Underperforming Technical Team AWS 183

SaaStr

APRIL 27, 2021

After polling CIOs, Gartner found that total SaaS spend will grow from $100B in 2020 to $140B in 2022: A few interesting implications and learnings: The growth in SaaS buying should give you a +20% a year boost on top of your other sales and marketing efforts. But that’s just the start. That’s a huge tailwind.

GCP(Google Cloud Platform) 159

GCP(Google Cloud Platform) Azure AWS SaaS 159

SaaStr

DECEMBER 26, 2022

In a 2020 survey, 22% purchased software through a cloud marketplace versus 60% in 2021. The role of AWS, Azure, and Google Cloud Marketplace is becoming increasingly important. “45% What each of these shares in common is a reflection of the immediate post-sales experience. Ease of implementation. Seeing ROI in 6 months .

Software Review 198

Software Review Software Azure Cloud 198

SaaStr

MARCH 17, 2023

Revolving door decision-makers impact the length of time it takes to complete a project and create a longer sales cycle. According to the data, though, buyers are increasingly experimenting with cloud marketplaces, increasing from 22% in 2020 to 61% in 2021. Traditionally, many customers looked at ROI at the end of the sales process.

Marketplace as a Service 206

Marketplace as a Service Software Review Technical Review Azure 206

SaaStr

MAY 12, 2019

We all know this from AWS and Twilio on down, but Fastly is a visceral reminder. Just 58 sales professionals (vs 151 in R&D/engineering). This sounds like a sane ratio for a tech company with an HQ in SF in 2019-2020. It’s also a great one to learn from, at $200m+ ARR ($45.5m A lot of enterprise-grade spend.

Outsourced Development 210

Outsourced Development AWS Retention Enterprise 210

OpenView Labs

JANUARY 3, 2020

They have identified the hot topics that you need to be factoring into your pricing plans for 2020. In enterprise sales, one often ends up negotiating with procurement. Kyle: There’s already dynamic pricing in SaaS–it’s called a sales rep. The post Pricing Transformations in 2020 appeared first on OpenView.

Pricing 54

Pricing Scale Underperforming Technical Team B2B 54

SaaStr

MAY 22, 2020

336: Leveraging survey data from 66+ enterprise SaaS companies, Matt Garratt, Managing Partner of Salesforce Ventures, shares the landscape of how businesses are shifting their sales & GTM strategies to react to today’s uncertain times. How many of them ultimately closed to sale? ” Harry Stebbings: That’s funny.

Technical Advisors 207

Technical Advisors Engagement Startup Benchmarks 207

SaaStr

APRIL 24, 2020

The enterprise sales cycle will take a while, but we’re pretty happy with it. And so, you’ve got this tendency to evaluate scenarios in your head, and some of those scenarios are pretty awful. And you don’t have a nine month full sales cycle to watch these. Our CEO, of course, was there.

Scale 212

Scale Leadership Strategy Technology 212

OPEXEngine

OCTOBER 17, 2019

SaaS gross margins have been getting attention lately as investors dig into SaaS cost structures and revenue growth rates going into 2020. The main drivers of the cost reductions are: Hosting expense, the primary component of COR, has become more competitive, with extensive use of AWS and other hosting and network services.

Scale 40

Scale SaaS AWS Revenue 40

Intercom, Inc.

FEBRUARY 13, 2020

Here we are in 2020 with much better data collection than we’ve ever had. And if you think about AWS, if you think about the rise of cloud data warehousing, that is a big technology change and a big game changer for a lot of companies. We also recently wrote about the marketing tech trends we’re eyeballing in 2020: .

Scale 181

Scale Marketing AWS Machine Learning 181

OpenView Labs

DECEMBER 15, 2020

In February 2020, the public cloud market surpassed a $1 trillion market cap, with a 45% growth rate, as reported in Bessemer Venture Partners’ 2020 State of Cloud report. When it comes to the sales process, cloud marketplaces have clear benefits. Here’s why: Marketplaces simplify and expedite procurement on both sides.

Marketplace as a Service 52

Marketplace as a Service Cloud Scale B2B 52

SaaStr

MAY 14, 2019

Join us at SaaStr Annual 2020. Mikkel : 2020. So we feel very confident, increasingly confident, about getting to a billion dollars in revenue by 2020 and that’s gonna be a fun milestone, you know? Mikkel : Well again, the public cloud, AWS, was the dominant leader. What’s next? FULL TRANSCRIPT BELOW.

Cloud 182

Cloud Sales Recruiting Scale AWS 182

Sales Hacker

OCTOBER 7, 2021

Women in sales often have a polarizing experience. In the Sales Hacker video series Aha Moments , I asked 10 women: “What is one ‘aha moment’ you’ve had in your sales career?”. The conversations that followed were so authentic and encouraging that we decided to expand this conversation to other badass women in the sales world.

Scale 130

Scale Sales Recruiting Sales Hiring VP of Engineering 130

OpenView Labs

JUNE 16, 2021

But without careful planning and effective execution, consumption-based pricing can elongate sales cycles, negatively impact customers, and squelch company fortunes. How Usage-Based Pricing Fueled Two 2020 IPOs. In 2020, JFrog and Snowflake went public—and both companies have a usage-based pricing model. Miscellaneous.

Pricing 64

Pricing Scale Forecasting AWS 64

Buffer Resources

AUGUST 16, 2023

Another important detail to note is how Average Sales Price (ASP) and Expenses have changed over time. Our Average Sale Price (ASP) in 2014 was $13, while our total Operating Costs were $3,575,897. Our hosting costs include service providers like AWS, Cloudflare, MongoDb, Twitter, etc. Stripe payments make up 98.5

Merchant Services 82

Merchant Services Payment Services Payment Features Payments 82

OpenView Labs

JANUARY 24, 2022

Every year Tackle surveys sellers and buyers at software companies across the spectrum—from less than $10M to over $1 billion in ARR, across multiple industries, and in roles like alliances/partnerships, sales, operations, product/development, finance, marketing, IT, and more.

Marketplace as a Service 77

Marketplace as a Service Cloud Trends Software 77

Frontegg

OCTOBER 14, 2020

Tel Aviv, October 14, 2020 – Frontegg , creators of the first platform for fast-tracking SaaS development and innovation, today announced a $5M Seed round led by Pitango , with backing from i3 Equity and Global Founders Capital. Before AWS, engineering teams had to scale their own infrastructure.

DevOps as a Service 52

DevOps as a Service K8S orchestration (Kubernetes) Innovation New CTO 52

ProfitWell

SEPTEMBER 10, 2020

Running your own server to handle your customer's valuable data requires a huge investment to match the same level of security and reliability that comes baked into services like Amazon AWS and Microsoft Azure cloud. This is how much it costs you in sales and marketing to acquire a new customer. AI Integrations. Practice Ignition.

SaaS Payments 66

SaaS Payments Trends Merchant Services Payments 66

OpenView Labs

FEBRUARY 2, 2021

With last year in the rearview mirror, we can look at OpenView’s 2020 Expansion SaaS Benchmarks Report to tell us how exactly COVID-19 impacted SaaS companies. Examples of SaaS companies that have adopted this pricing model: HubSpot, Zocdoc, Salesforce, and AWS. The answer: It wasn’t as bad as many feared it’d be.

Product Marketing 58

Product Marketing Trends Scale Marketing 58

OpenView Labs

MARCH 16, 2021

SaaS companies exploring a usage-based model need to plan for both go-to-market and operational challenges spanning from pricing to sales compensation to billing. Some assistance may be required during the sales process.). In many usage-based companies, the first interaction a user has is with the product rather than with a sales rep.

Pricing 52

Pricing Payments SaaS Payments Payment Solutions 52

OpenView Labs

FEBRUARY 3, 2021

The paradigm used to assume that everything in sales had to be about the product or the brand,” Yamini said. “In In fact, buyers make decisions based on the seller—their interactions with the seller, the whole sales process, and the experience of that process.”. For us, that was the end of the journey,” she explained. “In

Marketing 55

Marketing Trends AWS Strategy 55

ProfitWell

MAY 12, 2020

Cloud service models in 2020. Both companies provide tools that allow businesses to automate their marketing, sales, and customer service efforts. AWS — Amazon Web Services is perhaps the most used of the cloud infrastructure options. Hubspot — Along with Salesforce, Hubspot is one of the leaders in inbound marketing.

Cloud 59

Cloud Azure SaaS Underperforming Technical Team 59

SaaStr

JUNE 3, 2020

It’s 2020 and SaaS buyers are more skeptical and suspicious, more disbelieving, more unconvinced than they were in 2019. And G2 Gives, we partner with philanthropies, we partner with some of our customers like AWS and Google Cloud, who can then make donations for every review, to thank their customers. The situation is getting worse.

Software Review 177

Software Review Scale Technical Review SaaS 177

SaaStr

OCTOBER 31, 2019

Join us at SaaStr Annual 2020. Retail was mentioned twice, that’s it, and AWS was mentioned 78 times, so it’s probably not surprising that they’re doing this. Usually, it requires an outbound sales motion. Want to see more content like this? Alex Ferrara | Partner @ Bessemer Venture Partners.

Cloud 100

Cloud Scale AWS Machine Learning 100

ChurnZero

AUGUST 11, 2020

The second quarter of 2020 was chaotic. You and I both know how awful it feels to have someone disregard what we say and focus on their end goal instead. I’ve had a few situations where the person was more interested in the sale than truly helping me find the right solution. I’m sure you have too.

Retention 97

Retention Strategy Underperforming Technical Team Software Review 97

OpenView Labs

JANUARY 29, 2020

Flash forward to 2020 and freemium again feels cutting edge. HubSpot now offers freemium versions of their CRM, Marketing and Sales products. Low-touch freemium models can work in concert with an inside sales or field sales model. Find out here. Yes, Freemium Businesses Need Salespeople.

Pricing 82

Pricing Payments SaaS Payments Payment Solutions 82

OpenView Labs

DECEMBER 13, 2019

Go ahead, take a look at some of our favorite content and podcasts as we reflect on 2019 and look ahead to 2020. That’s certainly true in developer tooling (AWS), sales and support (Salesforce), MarTech (Adobe), commerce (Square), HR tech (Workday) and even vertical markets (Veeva). What is Product Led Growth?

Sales Hiring 52

Sales Hiring Benchmarks AWS Scale 52

SaaStr

JANUARY 28, 2020

Join us at SaaStr Annual 2020. And so, she can, and Anthony just finished up basically going from the first sales hire at Gainsight at almost 100 million in revenue and has just retired. Maria : It’s like saying, “Hey, you want a sales rep to carry 10 times the quota they do today. Want to see more content like this?

Sales Hiring 202

Sales Hiring Scale Underperforming Technical Team Sales Recruiting 202

Chart Mogul

OCTOBER 18, 2019

This is already at play — services like AWS, Stripe, and others have brought down the cost of starting and running a business to a fraction of what they used to be just a decade ago. This was the main point in Jacco van der Kooij ’s keynote Sales as a Science. Conclusion: Looking forward to SaaStock 2020!

Scale 71

Scale SaaS Automotive AWS 71

Chart Mogul

OCTOBER 18, 2019

This is already at play — services like AWS, Stripe, and others have brought down the cost of starting and running a business to a fraction of what they used to be just a decade ago. This was the main point in Jacco van der Kooij ’s keynote Sales as a Science. Conclusion: Looking forward to SaaStock 2020!

Scale 52

Scale SaaS Automotive AWS 52

SaaStr

OCTOBER 3, 2019

Join us at SaaStr Annual 2020. And those of us and those of you who are involved in these companies, even the successful ones look an awful lot more like this. And Marketo very, very early on had to make a very significant team change in our first VP of sales. Want to see more content like this? FULL TRANSCRIPT BELOW.

SaaS 141

SaaS Sales Hiring Scale Innovation 141

SaaStr

JUNE 1, 2021

Hire the VP of Marketing, MBA, the VP of Sales, MBA, the VP of Customer, MBA, the VP of Engineering, MBA, and now, the odds of any semblance of survival, let alone success, are vanishingly small at this point. This is not a HubSpot sales pitch, so I’m not going to tell you about inbound marketing. Here’s my money.”

Part-Time VPE 220

Part-Time VPE Technical Cofounder CTO Hire New CTO 220

SaaStr

SEPTEMBER 13, 2020

To say that 2020 has been unusual, and unprecedented, and momentous would all be understatements. Coincidentally, SaaStr Annual was slated to be February 5th, 2020 this year, where we were going to reveal that the cloud had passed the one trillion market cap mark, which was exactly one year after the SaaStr Annual 2019.

Sales Hiring 156

Sales Hiring Scale Payments Cloud 156

Chart Mogul

DECEMBER 22, 2021

This year, we also migrated ChartMogul to AWS cloud. You can find the ones from past years here – 2020 , 2019 , 2018 , 2017 , and 2016. QR codes — added the ability to quickly copy your newly created API keys by scanning the QR code (instead of needing to type them out on your mobile device). We recorded 14 episodes in total.

Software Review 52

Software Review Systems Review Payment Features PayPal 52